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Partner Development Specialist – Fujitsu
Get a front-row seat to the newest products and latest innovations in the tech industry. You’ll be responsible for bringing cutting-edge technologies to a nationwide audience.
Get a front-row seat to the newest products and latest innovations in the tech industry. You’ll be responsible for bringing cutting-edge technologies to a nationwide audience.
Merrimack, NH
CONNECTION
At Connection, our purpose is simple: we connect people with technology. From hardware—PCs, printers, servers, and more—to cutting-edge cloud, cybersecurity, and professional IT services, we design, build, and support the IT solutions that thousands of companies, schools, and government agencies rely on every day. We like to think of ourselves as the IT Department for our customers’ IT Department. Our company started out almost 40 years ago with two employees and a phone line. Today we’re a Fortune 1000 IT solutions partner operating in 174 countries around the world—still driven by that startup mentality and guided by our original purpose.
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Full Time
Overview: What We Do:
We calm the confusion of IT by guiding the connection between people and technology. If a customer is looking for a better way to manage their warehouse inventory, equip their workforce, or secure their data, we make it happen. All it takes is finding the right combination of tech hardware, software, cloud solutions, and support services. That’s what we do. We’re the IT Department’s IT Department.
Who We Are:
Our team is made stronger by a multitude of backgrounds, experiences, and perspectives. It’s what makes Connection unique—what drives us to innovate and create technology solutions that stand apart from the crowd. We’d love for you to be a part of that fabric, to share your ideas and experiences with a team that thrives on fresh thinking, creativity, and helping others.
Why You Should Join Us:
You’ll find supportive teammates and a rewarding career at Connection—plus great benefits. We take pride in supporting employees with a total rewards package that provides financial, emotional, and physical resources for you and your family. Our compensation, 401k plans, medical insurance, and other benefits are progressive and competitive. We value the importance of our employees’ emotional well-being. To support employees, we provide free therapy visits, mental health coaching and tools, and meditation resources. You’ll also enjoy a generous paid time off package that includes not only vacation and sick time, but also Wellness and Volunteer Time Off days.
Working under direct supervision of the Alliance Manager, Product Line Manager or Manager, Senior Product with a dotted line to the Product or Program Manager for daily assignments, the Partner Development Specialist (PDS) selects from a variety of established procedures to accomplish assigned duties and responsibilities. The PDS acts as the subject matter expert resource for Account Managers on pre-sales questions related to the partner and/or product line and provides guidance and/or suggestions to the Account Managers on partner resources, pricing programs, cross-sell and up-sell opportunities, advanced services, assessment opportunities, and any other pre-sales inquiries for that partner’s portfolio.
Job responsibilities include delivering training, battle-cards, and playbooks to our sales force on related topic(s). The PDS drives partner program initiatives as determined by the Product Manager while considering the needs of the partner. As the information on the partner’s solution(s) and programs. Additionally, the PDS is responsible for remaining abreast of partner programs, technology solutions and market trends within the supported product line/partner portfolio.
Responsibilities:
- Acts as the subject matter expert to Account Managers for pre-sales questions relating to their assigned product(s).
- Utilizes Partner tools and teaches Account Managers on how to use said tools; includes things such as service plan look ups, companion parts, technical spec lookups
- Explains technical specifications in laymen’s terms to internal and external customers
- Reviews quotes to identify potentially better options, such as different, more impactful solutions through assessment of other SKU availability that may better meet the needs of the customer
- Identifies upsell/cross sell opportunities when working with Account Managers’ customer quotes
- Assists in the development of sales tools as well as to identify gaps in existing tools and resources, in an effort to make it easier for sales to quote solutions to their customers
- Coordinates partner resources for the Account Manager both internally and externally
- Works with Purchasing group to continually improve Sales process around speed to price
- Coaches Account Managers on how to apply for partner pricing programs
- Identifies opportunities through open quotes/pipeline management that are eligible for Special Pricing
- Delivers both formal and informal trainings to Sales/TSG on partner solutions
- Drives program initiatives for a particular partner including campaigns, incentives, pricing programs, and sales enablement. Executes on strategy that is created by the Product Manager through communication to sales.
- Develops and delivers trainings and row meetings for Account Managers
- Reports on and tracks incentives, pricing programs, etc.
- Utilizes Workfront to request marketing materials including flyers
- Updates to company intranet and social media platforms
- Enters SPIFs into Optymyze
- Manages pricing programs working with the partner to obtain information including vendor rebates and ensures program loaded into E1 and Callback
- Assists Product Manager with any program when aligning to revenue generating activity
- Proactively engages with partner field community and balances the needs of Connection and the partner
- Knowledge of partner contacts based on area of responsibility
- Assists and fosters of relationships between sales and partner
- Identifies gaps in partner’s toolkit and works with partner to create additional/improved resources
- Provides consistent feedback to partner on programs
- Interacts with the Account Manager and the external customer explaining in basic, non-technical terms, the general overview of the solution that the Account Manager is presenting to the customer.
- Utilizes knowledge of partner solutions to answer basic questions for internal and external customers via phone or Webex type solution
- Stays up to date on programs, technical knowledge, market trends and operational models.
- Utilizes vendor tools/portals
- Takes trainings available through partner portal
- Takes quarterly training and familiarizes oneself with terms and conditions of partner programs
- Performs all other duties or special projects as assigned.
Requirements:
- Advanced Microsoft Office skills to include creating presentations, creating documents in Word to include advanced formatting, creating spreadsheets to include the use of macros.
- Aptitude for technology with ability to learn and use Connection programs including E1, Business Objects, Callback, etc.
- Attention to detail in composing, keying, and proofing professional business materials
- Negotiation skills with ability to secure best purchasing agreement for customers and company
- Adept at proactively finding business opportunities within existing customer base
- Understanding inside sales strategies and upselling for upgrades and other add on products
- Working knowledge of marketing products and/or Partner program development with ability to work towards goals
- Business acumen with ability to understand the Partner’s strategic vision
- Adaptable with ability to switch tasks based on shifting priorities
- Interpersonal skills with ability to work well with all levels of the organization
- Excellent verbal communication skills with ability to present professional demonstrations
- Intuitive with ability to perceive others’ feelings and motives quickly from subtle signals
- Articulate with ability to express oneself clearly and professionally in written and oral communication
- Quick study with ability to master a situation or learn new things with minimum direction or training
EOE/Minorities/Females/Vet/Disabled
